Cell Phone Negotiations

Teri Ashworth

MGT 557

August 24, 2015
Prof. Kelly Price Noble

Cell Phone Negotiations

Negotiation is a daily process that most individuals and organizations participate in either covertly or overtly. Consequently, during the negotiation process, there are many factors that can determine the negotiation strategies and tactics used in the process. Gender difference, personality, culture, perception, cognition, and emotion are all huge influencers of negotiation. Take the following scenario for instance; there is an all-male negotiating team from the United States that seeks a cell phone price of $6 per unit. Assume the American team embodies the following Hofstede’s cultural dimensions: •Individualistic (negotiators from individualistic cultures may be more likely to swap negotiators. Getting the best deal for self is important.) •Low-power distance (cultures with low power distance are more likely to spread the decision making throughout the organization (utilization of vertical decision making). Options by other members of the organization/team are welcomed and it is possible to question a leader’s decision) •Short-term orientation (building and marinating relationship is only valued during the negotiation process. Once negotiations conclude, so does the relationship. ) •Low-context (XXXX) While on the other hand, there is an all-female negotiating team from China that offers cell phones with a $9 per unit price tag. Yet, the Chinese team embodies the following Hofstede’s cultural dimensions: •Collectivistic (collectivistic societies integrate individuals into cohesive groups, largely compressed of governments, which practices what is best for the welfare of all over individualism.) •High-power distance (According to Hofstede, cultures with greater power distance will